NSE3 FortiManager

Welcome to the FortiManager product overview training.

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These are the lessons covered in this course, beginning with a product overview.
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By the end of this course, we expect you will be able to:

• Identify the business drivers and security challenges customers currently face
• Describe the FortiManager product key features, and
• Identify the sales strategies and competitive advantages of FortiManager
Complexity of network management & operations has been one of the key challenges of
Network Operations teams. In fact, the recent Verizon Breach Investigation Report,
points out how misconfiguration is one of the dominant security risks for enterprises and
has increased over the last three to five years.

This misconfiguration risk is primarily caused by the complexity of operations. And the
complexity of operations is caused by one or more of the following:

(1) Too many point products,

(2) Staff shortage leading to human errors,
(3) Increased regulatory requirements, and
(4) The sophistication of threats.

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The Fabric Management Center is a core part of the Fortinet Security Fabric platform and enables our customers to simplify their
network operations and address complexity—one of the key operational challenges they have.

We come with five key use cases, ranging from provisioning to analytics. The Fabric Management Center is being actively used by
25,000 plus customers across segments all over the world.

We also give customers a choice of deployment, such as Cloud, SaaS, VM, & hardware form factors.
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Most customers who have distributed locations want to simplify provisioning and management.

Hence, shipping the device to the remote location and configuring it from a central management console, is one of the keys to
simplifying provisioning.

We enable that approach with three steps for customers to on-board their remote locations easily.
1. Register the device in our cloud portal
2. Configure the profile in the portal, and
3. Push the configurations at scale
 NSE3 FortiManager

Most customers who have distributed locations want to simplify provisioning and management.

Hence, shipping the device to the remote location and configuring it from a central management console, is one of the keys to
simplifying provisioning.

We enable that approach with three steps for customers to on-board their remote locations easily.
1. Register the device in our cloud portal
2. Configure the profile in the portal, and
3. Push the configurations at scale
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An average enterprise today has too many security point products. As a result, they have many management consoles to manage
security operations. Having different tools for managing security products increases risk, inefficiency, and cost both in terms of
operational and capital expenditures.

FortiManager helps address these challenges by providing central management to many of the Fortinet and Fabric-partner
products.

Some key features of FortiManager are:

• Centralized management to manage configurations and policies across different devices
• Security Fabric integration to enable an ”integrated approach” to securing the enterprise, and the sharing of threat
intelligence with all fabric elements
• Device life-cycle management to enable scripted and automated provisioning, firewall updates, migration, and de-
provisioning, and
• Role-based access control to the network by leveraging their identity store
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How does a CISO answer the question “how secure are we?” It’s a difficult question to answer but it is one that is asked all of the
time.

Fortinet’s security fabric analytics helps to answer that question. Based on Fortinet’s extensive experience in the security industry,
we have taken the most important security “best practices” and productized them into a series of tests that can be run on Fortinet
technology. Consequently, the CISO now has a quantifiable measure of security posture—we call it “quantifiable security”.

By charting their security scores over time, they can easily see if their security posture is improving or declining and, in addition, it
is easy to discern trends. FortiManager, working with FortiAnalyzer, tracks and stores security ratings over time.

Security teams globally are challenged by resource constraints, both in terms of staff numbers and raw security talent. Security
teams are increasingly being asked to do more, often with more complex networks, and growing numbers of alerts from multiple
systems.

You can successfully address these challenges by implementing three best practices included in FortiAnalyzer & FortiManager:
• Simplify configuration management, which will shorten deployment time and mitigate misconfiguration caused by human error,
• Implement a single monitoring point, which will create a big-picture perspective that focuses on the real priorities, and
• Implement next-level analysis to cut through the noise and leverage your security expertise
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Compliance management involves multiple full time staff to report each quarter for each applicable regulation. This manual
process involves aggregating data from multiple point products and normalizing it to ensure that regulatory controls are reported
accurately. Teams have to monitor security controls on each of the vendor’s tools and combine them to prove compliance on a
quarterly or other periodic basis. This is highly ineffectual.

FortiManager, together with FortiAnalyzer, helps address this very issue by providing a central way to prove compliance for all
teams, but most importantly it provides pre-built reports designed for each regulation. IT security can also customize reports to
ensure that they are in-line with the policies of the organization.
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Presently, most workloads in the enterprise segment are, or will be, in the cloud—either public, private or hybrid. The way
infrastructure is provisioned, managed, and secured is by leveraging tools, such as Ansible, Puppet, and Chef. DevOps and
DevSecOps will lead in the integration of Fortinet with these third-party products.

FortiManager enables automation for DevOps and DevSecOps in four key ways:
• First, Fortinet provides a Fabric API to facilitate Fortinet deployments and to integrate with external provisioning, monitoring,
inventory, and change management systems
• Second, Fortinet provides sample scripts on the developer network to aid those who prefer to use the command line with
FortiManager
• Third, Fabric Connectors automate the management of security updates in multi-vendor environments, eliminate the need for
manual intervention, and promote consistent security in the face of agile and dynamic operations. They provide open API-
based integration and orchestration of FortiGate or FortiManager with multiple SDN, cloud, and partner technology platforms.
This open and extensible architecture of Fabric Connectors enables support for a growing list of connector types to automate
the different security and operational aspects of the customer’s ecosystem
• Finally, FortiManager facilitates rapid or automated response using FortiOS automation stitches. An automation stitch is a
simple way to define actions on triggers. Think of it as “if this happens, then do that” in a single console

FortiManager is making next gen infrastructure management less painful for the MIS team with automation-ready tools. The CISO
and CIO can rest easier because automation not only removes the chance of error or omission due to manual processing, but
reduces demand on sparse resources.
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There are several selling features of FortiManager that should be noted. One, it increases security, and two, it reduces the
complexity of management.

FortiManager provides easy centralized configuration, policy-based provisioning, updated management, and end-to-end network
monitoring for the Fortinet installation. It can manage up to 10,000 devices and virtual domains (VDOMs) and up to 120,000
FortiClient agents from a single FortiManager interface (depending on the model). FortiManager can segregate management of
large deployments easily and securely by grouping devices and agents into geographic or functional administrative domains
(ADOMs). And FortiManager can easily manage complex mesh and star VPN environments and can act as a local distribution
point for software and policy updates.

Three, it lowers total cost of ownership.

FortiManager reduces your management burden and operational costs with fast device and agent provisioning, detailed revision
tracking, and thorough auditing capabilities.

And four, it automates compliance.

The seamless integration between FortiManager and FortiAnalyzer provides in-depth discovery, analysis, prioritization, and
reporting of network security events.
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Good job! You now understand FortiManager, its features and benefits.

In the next lesson, we’ll examine specific sales strategies and other FortiManager-related sales enablement topics.

Please continue to the next lesson.

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Welcome to the FortiManager sales enablement product training.

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Now that you have completed the FortiManager product overview, let’s examine specific sales strategies and other FortiManager-
related sales enablement topics.
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The first major initiative that enterprises have is around “Vendor Consolidation”, which is driven by both operational efficiency &
security effectiveness. As an example – about two years ago, one major technology company used 30 security products to protect
its own employees and systems from cyberattack, but now it uses fewer than 20.

Automation is another big initiative, driven primarily by new analytics technology and an acute skills shortage in the cyber security
space. Organizations now recognize that investment in security is a necessity. Yet with a current estimated 350,000 open cyber
security positions in the US, and a predicted global shortfall of 3.5 million cyber security jobs by 2021—according to Cybersecurity
Ventures—the industry clearly is facing a massive problem. Automation becomes the key to mitigate this issue.

The third major trend that helps us win deals is the move to the cloud. Eighty-three percent of enterprise workloads will be in the
cloud by 2020—41% of enterprise workloads will run on public cloud platforms, while another 22% will be running on hybrid cloud
platforms. It’s not a matter of if, but when the workload will move to the cloud. Enterprises are going to be in hybrid mode for a
long time before they transition fully to the cloud, and when that happens, it’s not going to be just one cloud—enterprises will
operate in multiple clouds.

All these initiatives drive the sale of FortiManager as part of the broader Fabric.
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Here is the best way to position FortiManager with FortiGate and other Fabric offerings to the customer:

• CIO—FortiManager helps improve operational efficiency by managing thousands of Fortinet devices from a single pane of
glass
• Security Team—FortiManager provides tools and integrations with partners like ServiceNow to expedite the investigations of
security incidents
• Operations Team—FortiManager provides automation tools to enable you to do work once and propagate this across
multiple devices
• CISO—FortiManager with FortiAnalyzer assesses risk across all the Fortinet Fabric products, contrasts your security posture
with your peers, and advises you about best practices and remediation
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An ideal candidate for FortiManager is a customer who has deployed multiple FortiGate devices or a prospect who
is looking to do so. The first question, “how do you do security management today?” is intended to help you
better understand what products the customer has deployed and how they manage them.

The second and third discovery questions are “How long does it take to resolve a security incident between
Security and Operations teams?” and “How do you prove Compliance today?”. These should help you to
understand how painful the process is for them currently and to position the network-aware SOC or the
compliance capabilities that FortiManager and FortiAnalyzer provide.
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Our first case study involves Upper Grand School Board, a large educational institution that serves 34,000 students across 76
schools. Their goal was to modernize their broadband and to provide secure internet access to their students and faculty. Their
primary challenge was the absence of network infrastructure to support the growing needs of the school population, which
spanned from kindergarten to grade 12.

Our solution deployed FortiGate Next Generation Firewalls to secure the school networks and to gain visibility into the SSL traffic,
while providing a single-pane-of-glass interface to efficiently deploy and manage devices.
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Our second case study is Riverside Healthcare. Their goal was to improve network security while satisfying HIPAA, HITECH, and
PCI Compliance. The looming threat of ransomware was another concern for Riverside. Some of the big challenges were that
Riverside was distributed over 17 sites, there was a large remote user population, and they had to address complaints about slow
connectivity, especially to the internet.

The solution was:

 Unified protection across 17 facilities
 Centralized administration and monitoring leveraging FortiManager and FortiAnalyzer
 Removed throughput and bandwidth constraints, and
 Facilitated secure, remote access for VPN-SSL users
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Our third and final case study is the hotel chain, Best Western. Their goal was to get a best-in-class managed security solution to
protect back office systems, reservation information, and PCI transactions for all 4100 hotels. Their primary challenge was that
they had many point security solutions that were poorly integrated.

The Solution was:

 An ATT Managed Security Fabric
 Simplified management, deployment and improved operational efficiency
 Full UTM and log management, deployment, NOC and SOC management and monitoring, security incident and event
management, and PCI
Previously, we compared ourselves to our competitors with respect to scalability. Now, we will contrast Fortinet against the
competition in other categories.

First, whether we are talking about the total number of devices we support or our ability to crunch the data and analyze, Fortinet is
second to none.

As far as cloud-hosted management options, we are really talking about FortiCloud here, which is not the subject of this course,
but it is likely to come up in the conversation, so you need to be prepared for it.

When you expand the management of the Security Fabric to include more and more devices, other vendors start losing ground—
for the most part, they only manage firewalls.

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This slide shows some examples for our pricing and licensing for FortiManager, both hardware and virtual appliance. Note that for
the virtual appliances, you need to specify the base VM SKU plus some quantity of the stackable license SKUs to reach the
desired number of managed devices. Stackable licenses are available in multiple sizes to make ordering easier!

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FortiManager product selection is based on the number of Fortinet devices it can manage and the FortiManager’s storage
capacity. So for example, we have FMG-2000E SKU from the price list that manages up to 1200 Fortinet devices and provides 36
TB of storage.

• FortiManager is available as a hardware or virtual appliance. It is also available as a public cloud offering on Amazon Web
Services and Microsoft Azure.
• An add-on license is available if the customer needs to operate FortiManager as a dedicated secure DNS server.
• FortiCare support services includes 24x7 or enhanced coverage.

If the customer is looking for logging and analytics capabilities, then you should position FortiAnalyzer.
If your customers are using FortiGate devices already, it’s an easy sell. We have a very compelling set of management solutions
from SMB to large, distributed enterprises. Most importantly, moving forward, make it a habit to include security management as
part of your standard pitch to greenfield prospects.

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 NSE3 FortiManager

You should now be able to:

• Identify the business drivers and security challenges that customers currently face
• Describe the FortiManager key features
• Identify the sales strategies for, and competitive advantages of FortiManager
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Congratulations!

You’ve completed both sections of the NSE 3 FortiManager course.

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After you’ve studied this course, don’t forget to take its quiz. To earn your NSE certification, you must pass the quiz for each
course.

Thank you for your time.